Whale Hunting debuted as a business development model for small and midsize B2B companies in 2006. I co-authored the definitive guide in 2008 with Whale Hunting: How to Land Big Sales and Transform Your Company and expanded the scope in 2017 with Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers…....
This article summarizes the philosophy and key tenets of the whale hunting metaphor for large account selling. It distinguishes how Whale Hunting differs from other methods of selling and growing large customers.
Better than most whale hunters, my friend Jeb Blount has mastered the art of winning complex large account sales and teaching sales teams how to do that. I’m pleased to introduce him as guest author today, marking the launch of his exceptional new book: Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex […]
Today’s post is about preparing for the tough questions. Sometimes you are tempted just to hope they won’t ask questions for which you don’t have a good answer, but that is a path to disaster. Everyone involved in the presentation needs to know WHO will answer each tough question and HOW the team will answer […]
My friend and colleague Jim Keenan featured on HIS blog The Whale Hunters new infographic on Team Selling. Thank you, Jim! I hope you readers will click through to Keenan’s blog to read about why he thinks it’s important. You can also view this infographic on The Whale Hunters site here. The Whale Hunters […]
Today’s post is a bi-weekly article delivered via the free Whale Hunters Wisdom newsletter. If you’re not already a subscriber, I invite you to sign up–just click here. New subscribers will receive a free download of my book Riding the Whale: Adapt Your Sales Strategies to Close Big Deals. You’ll get a download offer 24 hours after […]
If you have what Strategic Coach Dan Sullivan calls a “Unique Process,” you are way ahead of your competition in differentiation. Your brand promise IS that you will deliver the outcomes that your process inevitably produces. The illustration to your left is a replica of The Whale Hunters Process™. It consists of three stages–Scout, Hunt, and […]
A new report from CSO Insights is their This research study–19th in CSO’s series–looked at more than 100 metrics and garnered responses from 1200 companies. Essentially, this piece is a summary of the study, with more detailed information on various metrics available through CSO Insights–industry specific responses, for example. What always strikes me about the […]
I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures.
Nevertheless, these clients do not always win their deals—in fact, when we first meet them, they are typically losing out on many deals where they offered a superior solution.
Why is that? How can that happen? If you base your sales strategy on “we’re the best,” you’re bound to lose.
What happens when your prospect thinks you lied about the price of your services? #FatalSalesFailures
Recap of week one of Fatal Sales Failures featuring five great sellers on their worst mistakes and how they learned to avoid them.
Perhaps you know that one of The Whale Hunters key principles is that sales is 90% process and 10% magic, not the other way around. It is true. To help turn that concept into a real tool you can use, here are three steps to a more efficient sales process.